1. How many of you are planning a
career in sales (show of hands)?
Anything less then a 100% show of
hands is not acceptable…
NOW WHY DO I SAY THAT?
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2. We usually think of SELLING
PRODUCTS
SERVICES
OR
BOTH
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3. But what about..
Selling
Yourself ?
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4. Remember this truism…..
I don’t care what career path you are on.
The reality is that you must sell yourself
before you sell your skills.
I am talking about your “persona”---about
how others see you as a human being.
I choose to call it “personal
salesmanship”.
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5. Why are some salespeople so
successful?
 80% of Sales success is
psychological.
 Top salespeople are OPTIMISTS.
 They have a positive mental
attitude.
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6. Optimism
 Optimism is a result,
or effect, of the
seven key qualities
of top sales people
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7. Seven Qualities of Top
Salespeople
1. They are
ambitious.
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8. Ambition
 A strong desire to
gain a particular
objective;
specifically, the
drive to succeed or
to gain fame, power
wealth, etc.
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9. Seven Qualities of Top
Salespeople
 They are ambitious.
 They are courageous.
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10. Courage
Everyone is afraid.
The best salespeople
do it anyway! Ask
for the sale…
The top people
confront their
fears.
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11. Seven Qualities of Top
Salespeople
1. They are
ambitious.
2. They are
courageous.
3. They are
committed.
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12. Commitment….
 Caring is the key element in successful
selling.
 Selling has often been defined as a
“transfer of enthusiasm”.
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13. Law of
Correspondence
The more you believe
in what you sell, the
easier it is for you to
convince someone
else.
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14. Seven Qualities of Top
Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as
consultants than as salespeople.
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15. Consultant stance…
 People accept you at the way you
present yourself.
 Act like a consultant in everything you
do and say.
 What does a consultant do?
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16. What
makes
people
remember?
Positive Associations
ove, , Table, Fork, Pen, Stream, Wisdom, Stream, Flower, Zulu, Ruler, Blue, Sheep, Meanin
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17. Why Do Customers Stop
Being Customers?
 1% Die
100%
 3% Move Away
 5% Seek alternatives
 9% Go to the competition
 14% Dissatisfied with product/service
 68% Upset with the treatment they
receive
Beyond Customer Service, 1992.
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18. Seven Qualities of Top
Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as
consultants than as salespeople.
5. They are prepared.
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19. Three Keys to Preparation in
Selling
1. Pre-call research – do your homework-
mentally prepare.
1. Pre-call objectives – what are your goals?
Starting out? Break it down.
1. Post-call analysis – write down every detail.
When to re-contact.
Think what other approach could be used to
advance your prospect of success.
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20. Seven Qualities of Top
Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as
consultants than as salespeople.
5. They are prepared.
6. They engage in continuous learning.
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21. Keys to Continuous Learning
 Read one hour in
selling each day.
 Listen to audio
tapes in your car.
 Take all the training
you can get.
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22. Seven Qualities of
Top Salespeople-summary
1. Be ambitious.
2. Be courageous.
3. Be committed
4. Be professional.
5. Be prepared.
6. Engage in continuous learning.
7. Be responsible.
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23. Hooray! I Made the Sale!
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24. Just Remember…
YOU ARE
SELLING
YOURSELF!!! 24